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EMEA Enablement Business Partner
Job Description
Sales Enablement Business Partner
The Role:
As Sales Enablement Business Partner for a SUSE Geography you will orchestrate and deliver enablement activities that address the specific competency development and solution knowledge requirements of sales teams in the geography.
The role is a senior role within the Global Sales Enablement function reporting directly to the Director Global Field & Ecosystem Enablement. You will also have “dotted” line reporting into the General Manager for the Geography and collaborate with other leaders to contribute to the goals of the Geography being achieved or exceeded.
The Enablement Business Partner plays a pivotal role in driving the success of the sales roles by executing strategies, programs, and initiatives aimed at improving sales productivity, knowledge, and performance. This role is responsible for collaborating with leaders to coach sales teams on how to effectively perform their roles to achieve SUSE’s goals and revenues in the geography.
As Business Partner you will assess the sales competencies of teams in the geography and agree on enablement programs to optimize the competency based on the priorities of each team leader.
You will promote the global sales enablement service offerings including badge certifications in the geography. Where these offerings do not meet the requirements of the geography you will either tune existing offerings to better meet local demands or work with colleagues in the global sales enablement function to build innovative programs. The programs created should ideally be relevant for consumption by teams in other geographies. You will support field sales and assist in some partner ecosystem sales enablement .
Focus Areas:
Include but not limited to:
Sales Enablement and Competency Development:
Collaborate with sales leadership to identify development needs and design targeted programs focused on improving sales competencies.
Contribute to the development of enablement and activation content, materials, and resources, including sales playbooks, solution knowledge, objection handling guides, sales process optimization guides etc.
Deliver/facilitate training to sales teams and monitor training impact and effectiveness.
Oversee and promote sales certification programs within the geography using the badge programs provided by global sales enablement.
Collaborate with GTM onboarding project manager and hosting sales onboarding in your GEO
Sales Process Optimization:
Assess and optimize sales processes and methodologies to suggest ways to streamline and enhance the sales cycle.
Provide guidance on optimizing sales tools/technologies to improve efficiency and effectiveness.
Ensure that sales teams have access to up-to-date and relevant content.
Coach sales teams on the use of these sales productivity tools and enablement platforms.
Performance Analysis and Reporting:
Monitor and analyze sales performance data to identify trends, gaps, and opportunities.
Provide regular reporting on sales enablement initiatives' impact on sales performance.
Cross-functional Collaboration:
Collaborate with marketing, product management and other departments to ensure sales teams in geography are aligned with company messaging and product updates.
Work with HR to onboard new sales hires within the geography and align with global sales enablement onboarding programs.
Sales Enablement Strategy:
Develop and execute a sales enablement strategy that aligns with the SUSE’s sales goals and objectives in the geography.
Continuously assess and refine the sales enablement strategy for geography based on evolving market conditions and business needs.
You will act as a consultant and advisor to sales leadership on how to optimize sales productivity through enablement and guide leadership on how they can develop their teams through coaching and/or leveraging knowledge/expertise from within their team.
For credibility with the teams that you will be enabling you should either have been successful track record as an account manager or solution architect. It would be ideal if you had been a sales manager or pre-sales manager.
You should have good understanding of sales methodologies – Challenger, Solution Selling, SPIN etc. Experience in how MEDDPICC is used to improve customer interactions and deal qualification is also important. Enabling excellence in Account Planning, Partner Planning and Opportunity Management will be key to the business partner role.
Your role will also involve managing communications relating to enablement offerings within your Geography or assigned Go To Market team providing clear, concise and consumable information for SUSE sales teams and partners. Ensuring available enablement is being utilized to ensure all opportunity to improve productivity is exploited.
You will be required to develop strong relationships with SUSE leaders who need be activated to drive productivity improvements in their teams.
The successful candidate will combine a solid understanding of sales dynamics, sales processes & activities, sales tooling & enablement platforms and be experienced working in vendors who sell complex technology solutions. They should have strong project and program management capabilities. It is vital that you are structured in your approach and can enhance the execution of how sales readiness enablement is delivered at SUSE.
The role requires passion, creativity and excellent communication that are balanced by business acumen, organizational and motivating skills. Travel will be expected as the role requires you to engage with sales teams across the SUSE operations – this is expected to be a maximum of 25-40% of the time with activities mostly being done virtually.
Preferred Experience
Minimum of 5 years’ experience in Sales Enablement, Sales Operations or Sales Productivity.
Bachelor’s Degree or relevant practical working experience required.
A strong track record in Project and Program Management is required.
Ability to build trust and strong relationships with senior leaders.
Strong written and verbal communications skills (in English, other core world languages a plus).
Proven ability to work independently & remotely, using virtual working tools.
Experience working with a variety of inter-departmental and international stakeholders.
Prior experience implementing sales transformation and methodologies is highly desired.
Skills
Proactive and Results-Oriented: You possess a can-do attitude and are a creative problem-solver who demonstrates resilience and a strong focus on achieving results.
Independent and Collaborative: While you work effectively independently, you are also a team player who readily takes the initiative to lead and drive projects forward.
Focused and Adaptable: You are engaged and brimming with ideas, yet you remain focused on executing management priorities. You also demonstrate agility and pragmatism when business needs require it.
Open and Respectful: You communicate openly and transparently, maintaining professionalism while resolving differing opinions with stakeholders. You are inclusive, appreciate diversity, and demonstrate interpersonal skills that include being amiable and empathetic.
Resilient and Resourceful: Ability to navigate challenges and find solutions and resolve roadblocks. You can operate in ambiguity in an environment of change and or high growth. You are highly resourceful in problem solving and driving effectiveness, many times thinking out of the box.
Communications: You are an effective and articulate communicator, both verbally and in writing. You can distill complex information into clear, concise terms, and you are skilled at presenting information in a compelling and engaging way. You understand how to tailor your communication style to different audiences, from C-Suite executives to front-line workers.
Customer Focused: You consistently prioritize understanding and addressing the needs and challenges of your customers, including end-users, sales teams, and partners. This customer-centric approach guides all your enablement efforts, from creation and planning to execution.
Stakeholder Management: You have effective stakeholder management skills that use a mix of frequent communication, leadership, strategic thinking, and relationship-building skills. With this you are able to optimize your focus and planning to drive the most updated and effective enablement.
Job
Learning & DevelopmentWhat We Offer
We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.
SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind.
This is a compelling opportunity for the right person to join us as we continue to scale and prosper.
If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now!
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